Project No. Four 


TO ACCOMPANY 


BOOK IV 


eTHE UNITED Y.M.C.A. SCHOOLS 
STANDARD COURSE 


IN 


SALESMANSHIP 





ASSOCIATION PRESS 
New York: 347 MADISON AVENUE 
1922 





CoryRIGHT, 1920, By 
THE INTERNATIONAL COMMITTEE OF 
YounGc MeEn’s CurRIsTIAN ASSOCIATIONS 


_— Fp. 


ae °’pRosECT 4 


OU ARE now familiar with the Science and 

Art of Salesmanship; but mere knowledge of 
the factors and elements which are fundamental 
in selling is not sufficient. You must use your 
knowledge until the art of selling, or persuasion, 
has become a habit—a part of your life, as natural 
as talking. ‘Through habit, you acquire the real 
art—the ability to clothe the art, or skeleton, of 
salesmanship, so that the prospect will not see each 
step of the method by which he is being influenced. 
You will become an efficient salesman, using the 
art judiciously, only as you practice what you have 
been taught in this course, 


To aid you in a test of what you ought to be 
able to do, your final project is the preparation 
of a complete selling-talk. In order that every 
student may stand on an equal footing, that 
which you are to sell is this Course in Salesman- 
ship. You have studied it, therefore you know 
the goods. No student of the course has an ad- 
vantage over you in that respect. Your selling- 
talk, then, is but a continuation of Project 3, for 
in it you worked out two points, namely: attention 
and primary interest. 


The man you are to have in mind in writing 
the selling-talk is James F. Merchant. He is a 
composite of thousands of younger men, let us say, 


1 


who have sold goods to some extent. He is fairly 
ambitious to succeed, but must be made to see 
the importance of developing his own personal 
powers and of getting the accumulated knowledge 
of selling as brought out in the course. Your ob- 
ject is to give him complete information about 
the course—its plan, contents, and method of in- 
struction in a class led by an instructor. You will 
have to convince him that the course is scientific, 
sound, and interesting. He must know what ma- 
terial he will receive and how, what he will have 
to do in order to get full values out of the course, 
and the cost. You will have to stir his full ambi- 
tion and appeal to several buying motives. You 
should anticipate his main objections and answer 
them in the body of your talk. ‘Those objections 
will probably be: 


A. No time to study—too busy. 


B. Have to get personal experiences, not 
taught in books. 


C. Some of the best salesmen never took a 
course in selling. 


When you have talked to him for about five 
minutes, he will interrupt and ask: 


D. ‘‘What does it cost?” 


When you have finished your presentation, he 
will offer three excuses, viz: 


EK. I guess I can get on without it. 
2 


F. Tl talk to some of the fellows who have 
had it and find out what they say about it. 
Titiiev ken takecit, 


G. Let me think it over a while. Come in next 
week, and I'll let you know what I'll do 
about it. 


What You Are to Do 


1. Write ‘an analysis of your selling-talk in 
chart form like one of those in Lesson 5, getting 
all the points you can from them. Make your 
chart full and complete. 


2. Using this chart as a basis, write out a com- 
plete selling-talk calculated to hold attention, 
arouse interest, create conviction, induce desire, 
and secure favorable action. ‘This selling-talk 
must be logical in arrangement, with the use of 
argument and suggestion at the proper places. 
The plan of delivering the material of the course 
and the price must be introduced at the right 
moment, 


3. Somewhere in the selling-talk anticipate and 
answer objections, A, B, and C. 


4. When you are about one-third through the 
selling-talk, inject question D and answer it or 
meet it, then go on with the talk. 


5. At the close of your talk introduce the three 
excuses, E, F, G, and write your way of meeting 
them. 


Instructions 


Review Lesson 5, carefully, and any other 
lessons necessary, especially 12, 13, and 14. 


Read the Instructions on page 1 of Project 1, 
before you begin to write out your solution to this 
project, and follow them in all points necessary 
for this project solution. 


In delivering your selling-talk, you are supposed 
to exhibit the following material of the course: 
Book I, Lecture 6, and Project 2. In closing you 
are supposed to use an enrolment blank. 


If you do not hand your solution of this project 
to the instructor before the class completes the 
course, mail it to him as soon as possible—within 
two weeks at most. He will correct your paper 
and mail it to you. 


naw 


Digitized by the Internet Archive 
in 2021 with funding from 
University of Illinois Urbana-Champaign Alternates 


httos://archive.org/details/projectnofourtoad0unse 


UNIVERSITY OF ILLINOIS —- URBANA 


N36112105465782A 


